Business Development Strategy in the Era of Digital Economy

Seminar 10th Research Day

FEB UI 2016

Setio Anggoro Dewo

Depok, November 1, 2016

Internet penetration (by Startup Digital Innovation Lab):◦ 2016: 34.1%◦ 2010: 10.0%

Smartphone (by Data Tech in Asia):◦ 2018: 103 million◦ 2016: 69.4 million ◦ 2014: 38.3 million

Indonesia

Disruptive technologies create and/or ruin firm boundaries

Mobile Digitized & tracked Connected & shared Personalized Direct Network effects Multisided business models Volatility

Features

Data-driven business development◦ Price differentiation at product level based on

willingness to pay◦ Companies attain greater customer responsiveness and

gain greater customer insights. A Forrester study found that 44% of B2C marketers are using big data and analytics to improve responsiveness to 36% are actively using analytics and data mining to gain greater insights to plan more relationship-driven strategies.

◦ Companies define and guide customer development, increase the potential of creating greater customer loyalty and improving customer lifetime.

Closed to reality simulation (Adobe) Creative destruction of business model Cognitive computing

Big Data Analytics

Cover: Computing, storage, software, data management

Computing service model: IaaS, PaaS, SaaS, XaaS Service Provider

◦ Such as: business planning, automatic backup with preferred server location, CRM, business document, contract management, expense tracking, payroll, accounting, etc.

◦ Amazon is the biggest cloud service provider in the worldhttp://fortune.com/2015/05/19/amazon-tops-in-cloud/

For big data, SMB, others.

Cloud

Dynamic (time series) Changing in firm boundaries: Gojek from

transportation company become Marketing & Sales arm of any Resto, Cafe and other food and beverages provider.

Alfamart entered into e-commerce https://www.digitalnewsasia.com/business/brick-and-mortar-retailer-alfamart-goes-full-throttle-e-commerce(May 31, 2016)

Walmart: from the largest US traditional retailer into e-commerce company http://www.businessinsider.co.id/walmart-says-its-transforming-into-an-ecommerce-company-2016-10/?r=US&IR=T#2xqst8hyTJkCizWM.97

(Oct. 6, 2016)

Business Model (1)

Bank Indonesia & OJK: From Waroeng to E-Warong (www.e-warung.com)◦ Financial Inclusion◦ Integrated business model for Penerima Program

Keluarga Harapan, Bansos, Beras bantuan sejahtera (Rastra), gas elpiji 3KG, pupuk bersubsidi dll secara nontunai.

◦ Every PKH recipient will receive Combo Card that functioned as an identity card, ATM card, e-wallet and saving account.

Business Model (2)

From brick brack to online business:◦ Yuasa Battery Indonesia goes to digital platform

through its initiative in digital marketing (social media and apps) and e-commerce and internal online channel with free freight costs).

◦ Matahari set up Mataharimall.com. From nothing to online business: Blibli.com,

Bukalapak.com, Tokopedia.com

Business Model (3)

Bank account owners: 36% Indonesia population with a) 9% of them use online banking and mobile

banking b) 6% of them are credit cardholders (by CIMB Principal Asset Management, Weekly Indo

Perspective). 120 fintech coys in Indonesia:

◦ 110 fintech coys in P2P lending◦ 10 fintech coys in other categories(Multifinance, October 2016, p.14)

Business Model- Fintech (4)

Uber vs Grab vs Gojek Airbnb

Business Model-sharing economy(5)

Get CRAFT (www.getcraft.com) Snapcart (www.snapcart.asia) www.igrow.asia Etc....

Business Model (6)

Uber vs Grab vs Conventional taxi Airbnb vs Hotels

Operating Model

It integrates the physical and virtual worlds i.e: Robotics, sensor, cloud computing, IoT, data captured & analytics, digital fabrication (3D printing), software & other marketing models, smartphones.

Industry 4.0

Use information for transformation, not master the technology.

Digital Leadership

Design thinking etc @McKinsey (“Today we’re not only advising but also building, operating, and transferring capabilities to help clients create value by reinventing the core of their businesses together.”)

Accenture Interactive is the World’s Biggest and Fastest-Growing Digital Agency Network (by Advertising Age in Annual Agency Report)

https://newsroom.accenture.com/news/accenture-interactive-named-worlds-biggest-and-fastest-growing-digital-agency-network-by-advertising-age-in-annual-agency-report.htm

Read customer data from social media and update in real time to target stakeholders

Content provider

New competencies

Value proposition: Capital market, e-advertising (comparison of financial product & services), payment, e-money, loan based crowd funding/lending, internet banking, financial planning.

Example: ◦ www.cekaja.com (comparison of financial product

& insurance)◦ www.aturduit.com (comparison of credit cards &

house mortgage/KPR)◦ www.doku.com (online payment service provider)

If we can access to big data then we can have unlimited research topics that cover end to end business process i.e: from customer journey to customer experience to revenue stream until expenses.

Combination of primary data and secondary data

Research ?

Thank You